The Big 7: How To Skyrocket Value In Your Sales Presentations

In sales presentations, especially in this tough economy, the biggest question on your mind is: “How can I add tremendous value for my clients and prospects?”

If you’ve got this question burning a hole in your brain, you’re on the right track. Pay attention. This is the question that forms the dividing line in your customer’s mind.

It pops into view when your customers are making the all-important decision to go with you. Instead of doing nothing, or going with your competition.

With this in mind, what are the top 7 ways you can add outrageous value for your clients?

1. Offer Research

No doubt your clients are busy people. They don’t have tons of free time to scour the Internet, read periodicals, do surveys and gather data. That’s what you can do for them.

Do your homework before your sales presentation. Gather the research and provide it in a simple, easy-to-read, format. This can work wonders.

I often use a one-pager cheat sheet to help clients see at a glance the key statistics that are important in making a decision. And it works wonders.

Hint: keep it simple. The simpler the better. This makes it easy for your client to convince other internal decision makers, share solutions and seal the deal for you.

2. Show Samples

While you’ve been selling and working, you most likely have created sample sheets of the kind of work you offer. A graphic artist has portfolio of work. A dentist has a sample photo book of happy smiling patients — showing a before and after photo. A consultant has a collection of case studies, testimonials and photographs.

Whatever you are offering, show samples of your work. The form may vary: whitepapers, portfolios, photos, or an online gallery. The key idea is the same: show samples.

This helps your clients and prospects get a look, feel and hands-on understanding of the scope and quality of your work. This is the fast and easy way to guarantee that what you are offering is credible and tangible.

3. Respond To Personal Goals

This is crucial. In just about every sales presentation you are doing at least 2 different sales. The first one is to match the goals and concerns of the decision maker.

It’s up to you to figure out what he or she wants most. This ranges the full spectrum of human hopes and desires. Political aspirations – in their company or in government. Commitment to learning and growing future leaders. Devoted to pleasing their boss. Wanting to feel more creative. Focused on making their personal sales numbers.

Whatever your decision maker wants – that’s what you must respond to. Right in the moment. Within your sales presentation.

And once you do this, you’ll be able to address the next item, the second sale.

4. Respond To Organizational Strategies

Here’s that second sale. What are the organizational values, mission and strategy? How does your product or service fit into their direction?

When you can clarify this as part of your sales presentation, you’re in good shape. This is the fast way to overcome resistance and become a strategic partner with your clients.

And guess what? By understanding your client’s strategy, you emphasize that you are listening and responsive.

5. Show How To Save Money

Guess who isn’t thinking about this?


In these recession-bruised times, everyone wants to see savings. This may be volume purchases, frequent buyer rewards, refer-a-friend benefits or something more specific to your business.

I’m not suggesting you should lower prices and cut out your profit margin. Not at all. But it is important to highlight the savings your client is getting by choosing to go with your solutions.

6. Show How It Works

Just look at the big guys. Almost every global corporation that is thriving is offering education, seminars and workshops featuring their products. Apple. Wal-Mart. Sony. Home Depot.

Connect the dots. You might be a solo entrepreneur. You might be running your company out of your garage on a shoestring. Or you might be working for a global giant.

No difference when it comes to education. Make it easy for your customers to understand how to use your products and services. And guess what? They’ll use them more!

Plus they are likely to openly embrace using what you’re selling in more locations, more often, and across a wider network within their business. This is good news for you. Really good news.

7. Go Above and Beyond

If you and I were sitting side-by-side, we’d draw a mind-map right about now. And we’d plan your sales presentation in an informal, hands-on coaching session.

If you haven’t used a mind-map before, it’s easy to do. Take out a piece of paper right now. Grab a pencil. Title your map: “How Can I Go Above and Beyond?”

Now write down the name of your client in the middle of the map. Draw 7 branches off this center name. Write down each category we’ve covered so far. Then add one more: “What else?” Draw your ideas in branches off each sub-section.

Get busy brainstorming. Focus all your attention into coming up with specific ideas for your sales presentation.

See, this isn’t so rough, right?

When you decide to give tremendous value to your clients, it is a whole lot easier than you might have imagined. And it is a surefire path for boosting results from all your sales presentations.